Prevent the objection, "Home office requires that we use ___

SalesHelp Blog Icon

SalesHelp Best Practices Blog

Blog Post - January 7, 2025

Select to "Follow" SalesHelp with Dr. Robert DeGroot on LinkedIn to receive notifications of new issues of the blog.

RESP0ND to the objection, "Home office requires that we use ____." Strategy 1 of 3

Objection_Free_Selling_Icon Prevent - Preempt - Respond

12. Objection: Home office requires that we use ____.

When does it usually occur? After the initial introduction of your products/services.
Probable Cause: Prospect does not believe they have the authority to move forward.
Objective: Identify the buying process and Influencers.

Response Strategy 1 of 3: Thank you for letting me know. Who are the people I should contact there? Do you have their phone number? Just to clarify, the agreement they made, what leeway do you have for items not provided by that supplier?

If yes, then orient to areas where you are strong and the competitor is weak and ask the prospect about the concerns they have in these areas. This will either allow you to move forward or will give you the information you need to move forward at the home office.

Resource: Objection Free Selling is now seven years and six months on the Amazon Top 100 Best Sellers List. Get your copy today.

Buy the eBook or 316 Page Paperback: The book contains 874 PREVENTION, PREEMPTION, and RESPONSE strategies for the 85 most common sales-stopping objections categorized by the missing Buyer Belief that caused it.

Sales Training International logo